Sales Strategy

With the right lead scoring model in place, you and your team are able to make the most out of every lead that enters your pipeline.

Watch Kylie Alexander, Marketing Operations Manager and lead scoring expert, share how you can create a lead scoring model that will scale with your business.

You'll learn:

How to partner with the right stakeholders to make decisions that are aligned across the business

Lessons the Marketo Engage operations team has learned so you don't make the same mistakes

How to plan for a scoring model that will scale

Chad Burmeister, the AI for Sales Expert on the Sales Experts Channel, talks with Eric Dreshfield, Sr. Partner Marketing Manager at ActiveCampaign.

You will learn:
1)Why the trust factor has replaced the price factor
2)How companies leverage automation and technology to build trust
3)The future of AI in Sales & Marketing

Chad Burmeister, the AI for Sales Expert on the Sales Experts Channel, talks with John Turns, Vice President of Strategy about the future of marketing technology (Martech) and the role of artificial intelligence.

You will learn:
1. How to enhance LinkedIn outreach with emojis and personalization to drive connection
2. The changeover from tactical marketing to overwhelming the customer across all of their different devices and experiences
3. The future of marketing – attention and engagement, AI can power these external tools like augmented reality

Uncertain about returning to work? In this session, we discuss a three-prong approach that IT teams can take to ensure a safer and superior return-to-work experience.
Key themes:
1. The workplace limbo
2. Three-fold thought to return to work
3. Technology solutions to consider

With shopping shifting from brick-and-mortar to online, the amount of payment frauds have increased. For customers, updating and handling payment credentials and personal data at the checkout can be a real conversion killer. For online merchants, storing this type of data opens up for great risks if data breaches occur. With card-on-file tokenization, the customer can pay frictionless without having to worry about where sensitive credentals are stored, or have to update expiring card data. For online merchants, no payment data is stored making the checkout process not only more secure but also quicker.
In this talk, our digital payment champions Jukka Yliuntinen and Dietmar Maierhöfer will take you behind the scenes and give insights in how this is done.

Mid-size businesses are in a particularly challenging position right now. For much of this year it has been about survival and looking at the long term impact of the pandemic on your business. This webinar aims to guide you and your teams through this challenging times. It is time to help you reflect, reset and return to growth.

Building a modern-day digital operation is easier said than done. That’s why we’ve called in the experts to talk about all things digital transformation. Hear from three leaders who have led digital optimization projects at companies like Verizon Wireless, Saks Fifth Avenue, Toys “R” Us, Gilt, and Best Buy.

You’ll learn:

- How to create processes that will enable you to meet customers’ demands in real-time
- Why companies need to look at culture, technology, and talent in their quest to digitally transform
- How experimentation (beyond just A/B testing) can help you fuel digital growth
- Why the consumer and their journey need to be at the center of your digital strategy
- How to push the boundaries of marketing fundamentals as things become more digital

Session abstract:
Join this session to get insights on
1) How Freshservice won the right to become Stitch Fix's ITSM solution a few years ago.
2) Why Stitch chose Freshservice to be the important building block of their vision for the IT department.
3) And, how Freshservice is supporting/enabling several different functions, including Facilities, HR, Security/Incident Management, Vendor Reviews, Engineering etc.

Watch Adobe’s webinar, Marketing Attribution: The Journey from Cost Center to Cash Cow.



Featured speaker Andy Schneider, Solutions Consultant at Adobe, discusses the overall importance of attribution, the two different models that can be applied to your marketing strategy, and how to incorporate automation to increase efficiency and productivity at scale.



During this webinar, you will:



Discover the key differences between attribution and analytics, and why both must come together for successful digital campaigns
Get an idea of the challenges marketers face when it comes to connecting ROI to marketing efforts
Learn more about the two most-used attribution models, their pros and cons, and see which one may better align with your business needs
Gain a better understanding of what the automation process of attribution looks like, and the fundamental approaches you’ll need to know

Get control of your sales by implementing a sales operating system that makes your sales manageable and predicable. Sales is not a black box that you drop leads into the top of and hope something comes out the bottom. A solid sales operating system establishes a strategy and process to follow and manage. With those in place you can see where you stand against your goal and how to reposition your team to get the results you need.

In this webinar, you will learn:

1.What a sales operating system is
2.How a sales operating system works
3.The components of a sales operating

Session Abstract:
In this session, get insights on
1) Elsevier’s lookout for a solution that would align with their ambitious objectives and keep pace with their rapid internal expansion.
2) How Elsevier embraced Digital Transformation with a cloud-first approach to its IT services & operations
3) With Freshworks’ Direct Partnership Model, how Elsevier’s IT team operated at an unparalleled scale, speed and efficiency.

Over the years, most companies have acquired different technology to handle things like e-mail, advertising, and analytics - resulting in disconnected customer data. Yet customers crave and expect deep levels of personalisation. Marketers need an agile mindset as they are balancing rapidly shifting expectations from both the customer and the business.
In this session you'll learn:

* How data unification and harmonisation can unlock massive value
* How a Trailblazer has created marketing and customer digital experiences that engaged customers and prospects with empathy
* About the Customer 360 Audiences a single source of truth to connect, segment, and activate customer data

The amount of effort required to win or lose a deal is more or less the same. Both have increased significantly as customers need to justify their decision by comparing alternatives. In a large deal you could invest 25-30 days of selling time, so it is crucial to get out as early as possible or win.

Get out as early as possible…
Most companies have a robust set of opportunity qualification criteria to justify the resource investment. It is perfectly legitimate to ask the customer to discuss your qualification criteria and to disengage if the answers prove the deal is not a good fit.

…or Win
Once you have decided to pursue an opportunity, how do you know that your sales process is good enough to win? In our experience, you must do 5 things you have never done before.

You will learn:
• Why salespeople chase “dead deals”.
• Qualification questions to ask yourself and the customer.
• How to walk away from a dead deal (or RFP) and disengage professionally.
• Gamechangers that turn your sales process into a USP.
• Benefits of a T-Shaped Funnel.

What is the impact of the pandemic on IT teams in healthcare? Know best practices from Dayton Children’s Hospital on delivering reliable, fast and secure services in high-pressure situations.
Agenda:
1. Impact of COVID-19
2. Pandemic lessons
3. Best practices for reliable service delivery

Chad Burmeister, the AI for Sales Expert on the Sales Experts Channel, talks with Neal Phalora, The Brian Warrior, about the role of Mindset in Sales.

You will learn:
1. Now that home and work life has become one, if you have a challenge in your home life, it can easily carry over into your work life
2. In most communication, it’s not that it is missed communication, it’s miffed communication
3. All of our decisions are made through emotions, how does this relate to sales?

Session abstract:
A successful ITSM implementation is built with the future in mind. Join our discussion as RingCentral, the world's leading provider of global enterprise cloud communications and collaboration solutions, sits down with Freshservice to

1) Discover RingCentral’s implementation from a legacy provider to Freshservice.
2) How Freshservice delivered unparalleled time-to-value that was key to RingCentral’s success.

Highly recommended for Business Leaders, Sales Leaders and Reps everywhere.
International Sales Acceleration Specialist Adviser Peter Strohkorb brings you his views on current market conditions and offers his expert advice on acceleration strategies in the challenging selling environment.

Over the last few months organisations have been embracing fully digital interactions to remain competitive and deliver the experiences customers want remotely. As businesses are becoming ever more global, it’s critical to ensure compliance with the vast array of international regulations and security requirements that govern the digitisation of traditionally paper-based processes.
In this webinar, we’ll explore the benefits and challenges of different types of electronic signatures (from simple to qualified) as well as how digital certificates increase compliance and security. Additionally, you will learn why businesses are magnifying the benefits of modern e-signatures with our easy-to-use cloud signatures.

The session will cover:
•Adobe Sign, a cloud-based, enterprise-class e-signature service that lets you replace paper and ink signature processes with fully digital e-signature workflows
•The different types of digital identity (eID) issued by Nordic Identity Providers: Bank ID (Sweden and Norway), Nem ID (Denmark), FTN ID (Finnish Trust Network).
•How to ensure compliance with different laws and regulations.
•Cloud signature demo and use cases
•Q&A

We’ll be joined by guest speaker Francesco Vetrano from Intesi Group who will talk about how identity assurance is the critical point behind the validity of any e-signature service. Francesco will share how to identify and onboard your customers by using Intesi Group Know Your Customer (KYC) or services allowing authentication with existing Digital Identity issued by Nordic Identity Providers.

Speakers:
Rammtin Avar, Senior Solution Consultant Adobe
Francesco Vetrano, Business Development, Intesi Group

Virtual Events 101: First-hand lessons learned for running your first ever Virtual Event

Steve Budd and Andy Burden are globally respected for their understanding of subscription-based B2B businesses and know just how important it is to leverage events to build such businesses.

As well as coaching their clients through leveraging events as part of their growth strategies, they have also made the pivot to virtual themselves in 2020 and ran their first-ever virtual event in October 2020. This event has already been described as 'the best virtual events I've been to this year' by one of their event attendees and they'll be sharing their lessons learned along the way.

Heavily focused on human interactions, group sharing, and meaningful engagements, the Substribe event ran on five individual days, each with a core theme, and they were spread across a three-week window.

In this webchat they will share how they prepared speakers and engaged attendees into contributing as well as listening, and what they found most challenging about designing and delivering their first-ever virtual event.

Do you have a strong team in place to achieve your revenue goals in 2021? Learn trade secrets and best practices for leveraging your people for success. Hiring the best and upgrading the rest will transform your sales organization with higher quality talent.

You will learn:

•Learn why it’s critical to hire elite sales talent
•Understand a qualification process to uncover the “it” factor
•Discuss why sales roles should not be thought of as a P&L line item
•Understand how to prioritize training and why
Learn how to put metrics and process to work for you

In this session, get insights on
1) Why ITV felt the need to have a modern, out-of-the-box, cloud-based service desk to provide exceptional IT support.
2) How ITV could streamline their IT strategy in partnership with Freshservice to create exceptional employee experiences through digital and physical platforms.

Adobe commissioned Forrester Consulting to evaluate how digital document processes are supporting business continuity and strengthening organisations’ business resilience in a post-pandemic world.

Register for the live webinar and ask our panelists about the top 3 findings from Forrester Consulting:

1. Digital document processes help organisations maintain business resilience
2. Digitising document processes reduces business risk and opens up revenue opportunities
3. Digital document processes are becoming standard practice and will help improve customer and employee experience in the long term

Speakers:
Sam Higgins, Principal Analyst for CIOs, Forrester Research
Mark Greenaway, Head of North Europe Enterprise, Adobe
Tony Bambury, Senior Solutions Consultant, Adobe.

Chad Burmeister, the AI for Sales Expert on the Sales Experts Channel, talks with Gregg Frederick, Chief Development Officer at G3 Development Group about the role of AI in sales.

You will learn:
1.Where G3 is seeing AI deployed in businesses
2. The role of AI in BDR selection
3. Where is AI for Sales heading

2020 has been a challenging year for many small business owners and sales professionals. While we don’t know what 2021 will bring we can create a strategy for how we are going to grow our businesses. In this webinar we’ll explore 3 steps you can use to create your own growth strategy

You will learn:

1.The value of reviewing your current client base along with past prospects, past clients, and current prospects
2.The importance of exploring new markets
3.How to expand your thinking around the value of your offering
4.The elements of a growth plan that takes the pandemic into account

Session abstract:
Join this session to get insights on
1) PowerSchool's relentless drive to improve its IT user experience.
2) how Powerschool, the world's leader in K-12 software built a Freshservice help desk that the whole company can use to deliver a fantastic employee experience.